Lead Generation … Here We Go Again

No More Cold Calling

Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” How do they get qualified leads?

B2B Sales Lead Generation Pros Who Listen, Learn


Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. Sometimes, this leads to a future appointment, often it neutralizes their attitude and allows me to continue. Instead, my sincere words “I am sorry to catch you at a bad time,” can lead to a productive conversation. The PointClear team would like to hear from you about your sales lead generation best practices.

The First Step for Online Sales Leads Generation

Increase Sales

Technology has expanded the opportunities for small business online sales leads generation. Online sales leads generation from social media efforts, direct email marketing campaigns, whatever the marketing channel all direct the efforts back to an Internet website.

Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation


Super Bowl winning coach John Madden doesn’t quite agree with this definition. Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. Ardath Albee (Marketing Interactions) disagrees (and I do too): “A form completion is a lead.

The Pipeline ? 3 Lead Generation Myths That Will Clog Your Sales.

The Pipeline

3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. Leads are Qualified.

How to Improve Your Marketing Campaign Execution

Sales Benchmark Index

How to Actually Scale Your Referral Business

No More Cold Calling

Sales leaders often tell me that referral leads are their most qualified, most convertible leads. So, how can sales organizations scale their lead generation without adding more people? If you think referrals don’t scale, you’re just doing it wrong.

9 Basic LinkedIn Lead Generation Tips for Salespeople

The Brooks Group

LinkedIn is a powerful tool for salespeople, and the social platform is a natural fit for anyone hoping to generate sales leads. Here are 9 LinkedIn lead generation tips to help get your salespeople started: 1. Expand Your List of Leads. Keep up with Your Leads.

Are You Tracking the Right Referral Metrics?

No More Cold Calling

Meetings are an important activity metric, but your team will never fill their pipelines with hot referral leads if they skip the first step: asking for referrals. Lead Generation Referral Sales business development lead generation metrics Referrals

Why You Need to Make Time for Asking for Referrals

No More Cold Calling

You’re not coaching your reps to succeed. Then he said: “My focus this quarter is getting more leads.” (We We always need more leads.) He knew that referred leads convert well more than 50 percent of the time. Getting referrals business should be top.

The Best Referral Programs Start with a “Referral Culture”

No More Cold Calling

They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. They provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money. That’s not coaching.

Lead Generation Tips - Take 3 Hour Lunches

Green Lead's B2B

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. More Lead Generation Tips

2 Reasons Your Account Based Sales Reps Leave

No More Cold Calling

We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Coaching is a key skill set for sales leaders. Sales leaders must take the rap.

How to Harness the Power of Business Referrals

No More Cold Calling

He had just presented the audience with a five-step prospecting plan that included many lead generation techniques—including cold calling, emails, voicemail, and social media touches. Worse yet, he said referrals are cheating, when referral leads are the most trusted leads of all.

Want to Get Referrals? (Don’t Do This)

No More Cold Calling

If only 20 percent of your clients were referred, then your team obviously hasn’t learned how to ask for referrals, which means you’re missing out on your prime source of qualified leads. Sales pros always agree that they get their most qualified leads when they get referrals.

6 Ways to Turn a List to Leads

Alice Heiman

In order for your company to have steady growth, you need a steady flow of leads. Many businesses lack a process for lead generation , if you don’t have one, you are not alone. Execute – A plan to generate a certain amount of leads monthly, “Rinse and Repeat.”. In order to turn a list into leads, you need to trigger some activity and have a conversation so you can determine if there is an opportunity. Turn your List into Leads.

Leads 64

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

From here, most well-meaning sales managers pivot into the helpful, inspiring part of the conversation, discussing the need to increase activity, generate more proposals, ask for the sale, and increase the closing ratio. A manager I know puts major emphasis on coaching and team growth.

Why Should I Give You a Referral?

No More Cold Calling

I think your referral program will have a lot more power if I build my referral wheel and talk to 100 folks in my network, i.e., I should lead by example. Every sales pro knows that referral introductions generate their best leads.

Lessons for Your Sales Team to Learn from Santa

Alice Heiman

Building Relationships Business Owners Closing the deal lead generation Sales Coaching Sales leadership Sales Management B2B Sales Sales Leadership sales managementWith Christmas just around the corner, images of Santa Claus are everywhere. Kids are making Christmas lists, and getting their photos taken with Santa. . Santa is the icon of the season. Why is he so popular? Maybe because he has a reputation for doing things the right way.

April Referral Selling Insights

No More Cold Calling

Sales teams who adopt referral selling have an advantage: Their referral sources generate enough value for prospects to agree to a meeting. I decided that cold calling was not the way to generate qualified sales leads. What Millennials Can Teach Us About Lead Generation.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Sales teams, therefore, do not have to dedicate their time on finding the right leads, or tracking information that may be time consuming.

When Sales Opportunities Don’t Go As Expected with Mary Lombardo, Absolute Impact

Igniting Sales Transformation

Mary has served in Executive Level Leadership and Management roles her entire career, generating revenues from $14 -$60 million dollars that led her to win the coveted title “Salesperson of the Year” both in 2008 and 2009 and joining the Million Dollar Club in 2007.

How to Have Values That Support a Winning Sales Culture

Alice Heiman

Have Marketing sit with sales reps trying to sell to the leads they acquired. If marketing is responsible for filling the top of the funnel, they need to be clear what they need to do to deliver the right kinds of leads, so sales can move them through the funnel effectively. Sales need to have enough resources and appropriate skills to follow-up on the leads that come in. If the funnel isn’t full, then sales is either prospecting or chasing leads that aren’t a great fit.

This is Why You Don’t Get Referrals

Alice Heiman

It makes no sense at all because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. To successfully shift your account based sales team to referral selling takes accountability, reinforcement, and coaching. Measure the right sales activities, manage to those activities, and coach your account based sales reps on the behaviors that turn those activities into revenue.

The #1 sales challenge: developing new business – 6 best practices

Sales Training Connection

The most important skill in identifying future opportunities is the ability to see the relationship between observable events and knowing what actions and results they are likely to lead to and when. Likewise it should be a priority for those determining training and coaching priorities.

Behind, With or Ahead of the Social Marketing Flow

Increase Sales

Even though driving traffic to the website is the #1 reason by 66%, sales leads generation and branding are a close second at 48% and 47% respectfully. Sales Training Coaching Tip: A blog that provides values and is marketed through social media can quickly increase unique visitors. One measurement is actual increase in website traffic by unique visitors while another is actual new sales generated. Credit www.sxc.hu.

Priorities for Sales Leaders in 2018

Artesian Solutions

Sales challenges 2018: Prospecting has gotten harder: 69% of respondents said that the biggest challenge they face is converting contacts/leads into customers. Priorities for Sales Leaders in 2018.

Is Customer-Centric Selling Dead?

Smart Selling Tools

Managers also found themselves coaching blindly or by sheer instinct alone. They relied on the CRM system for activity updates, which meant they had to sift through each one looking for relevant or timely insight on which to base their coaching strategy.

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Conference #S20C

Smart Selling Tools

Some of the leading solution providers I’m particularly interested in are PROs , PGI/iMeet , and DocuSign. How Gamification Leads to Improved Sales Performance. Sales Coaching 2.0: How Using Scientific Data Leads to Better Sales Performance.

The 3 Critical Elements for Successful CRM Adoption

Smart Selling Tools

By the same token, managers will typically (and logically) want CRM for more insightful decision-making ability, so they can extract relevant and time-sensitive data for business analysis and coaching.

CRM 124

It’s Not What You Say, It’s What the Prospect Experiences

Smart Selling Tools

This level of stimulated involvement generates the not only the impetus for change in the prospect’s mind, but places your solution at the nexus of that emerging relationship. Experiential learning is the process of gaining practical or fundamental meaning from direct experience.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Sales teams, therefore, do not have to dedicate their time on finding the right leads, or tracking information that may be time consuming.

7 Methodical Approaches to Increasing Revenue Velocity

Smart Selling Tools

Sales leaders use numerous methods for increasing the velocity of revenue already, including sales training, sales coaching, and sales process improvement. People:Staffing decisions, sales skill development, training, territory assignments, coaching, 2.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Sales teams, therefore, do not have to dedicate their time on finding the right leads, or tracking information that may be time consuming.

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

His goal in writing 52 Sales Management Tips – The Sales Manager’s Success Guide is to give sales leaders at every level informative ways to lead their sales team. In fact, studies show that effective coaching impacts sales performance by as much as 20 percent.

Growing Revenue: A 3 Step Framework for Acquiring New Business

Smart Selling Tools

New business, to be clear, refers to revenue generated by: Identifying and selling into new accounts, i.e. companies that you haven’t done business with before. Mike Weinberg is a top performing sales hunter, sales executive, and founder of New Sales Coach.

The Magic Well Not So Magic Increase Sales Formula

Increase Sales

Just read another eBook about how to increase sales for executive coaches in just three easy steps. Following these three steps, your executive coaching or sales coaching practice will magically transform itself and you will have riches beyond your wildest expectations.

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Sold – Now What?

Jonathan Farrington

I have often discussed the three selling “responsibilities” or “tasks” that we all have as professional front-line salespeople, i.e. Phase One : lead generation/prospect attraction. This leads me to conclude that 80% of sales coaching, training, mentoring etc.

Why would a company ever outsource anything?


That’s essentially what PointClear clients do when they engage us for outsourced lead generation. expensive) to justify without being spread across by multiple clients, i.e. strategic planning, list development, analytics, segmentation, coaching and training. Hiring our team of lead generation, lead qualification and lead nurturing professionals fills Finkelstein’s bill—and it could be just the ticket for you.

What Is Your Personal OS Platform – Faith, Fear or Fragility?

Bernadette McClelland

Faith is a winner’s game. Fear is a survival game. Fragility is a losing game. Winners, high achievers, go-getters. Have more than belief. They have faith. A knowing … that everything will be OK. That taking both leaps and baby steps.